Publications

February 1999 (Revised March 2001)
Case

Over the course of 12 months in 1997 and 1998, Egghead senior management decided to shut down its 180 brick-and-mortar retail stores and move to an electronic store. The case describes the evolution of that process, and the role of its CEO George Orban, and poses... View Details

Keywords: Business Model; Internet and the Web; Transformation; Decisions; Corporate Strategy; Marketing Strategy; Market Transactions; Buildings and Facilities; Retail Industry

1999
Working Paper

Social Enterprise Series No. 8 - Managing Multi-Site Nonprofits

By: Allen Grossman and V. Kasturi Rangan

1999
Working Paper

Social Enterprise Series No.7 - Marketing's Role in Addressing the Poor as Customers

By: V. Kasturi Rangan and Patricia Walker

autumn 1998
Article

Case Study: Dell Online

By: V. Kasturi Rangan and Marie Bell

Keywords: Technology; Computer Industry

fall 1998
Article

The Pedagogy of Executive Education in Business Markets

By: V. K. Rangan, Das Narayandas and Gerald Zaltman

Keywords: Teaching; Higher Education; Markets; Business Ventures

July 1998 (Revised February 1999)
Case

Westport: Spearheading Malaysia's Economic Challenge (A)

By: V. Kasturi Rangan and Ambar Agustono Bin Machfoedy

Keywords: Developing Countries and Economies; Competition; Malaysia

July 1998
Case

Westport: Spearheading Malaysia's Economic Challenge (B)

By: V. Kasturi Rangan and Ambar Agustono Bin Machfoedy

Keywords: Developing Countries and Economies; Problems and Challenges; Malaysia

June 1998 (Revised July 1998)
Teaching Note

Enron Development Corporation: The Dabhol Power Project in Maharashtra, India (A,B,& C) TN

By: V. Kasturi Rangan and Krishna G. Palepu

Teaching Note for (9-596-099), (9-596-100), and (9-596-101). View Details

Keywords: Energy Industry; India

May 1998
Teaching Note

C-Car TN

By: V. Kasturi Rangan and Marie Bell

Teaching Note for (9-598-064). View Details

Keywords: Auto Industry; Distribution Industry; United States

May 1998 (Revised July 1998)
Teaching Note

Dell Online TN

By: V. Kasturi Rangan and Marie Bell

Teaching Note for (9-598-116). View Details

Keywords: Online Technology; Computer Industry

May 1998
Teaching Note

Merck-Medco: Vertical Integration in the Pharmaceutical Industry TN

By: V. Kasturi Rangan and Marie Bell

Teaching Note for (9-598-091). View Details

Keywords: Pharmaceutical Industry

May 1998
Teaching Note

RCI Master Distributor: Evolution of Supplier Relationships TN

By: V. Kasturi Rangan

Teaching Note for (9-595-001). View Details

Keywords: Distribution Industry

March 1998 (Revised July 1998)
Case

United Way Community Services

By: V. Kasturi Rangan

Describes in detail the fund development and distribution system of United Way Community Services. A key question is how to measure the outcome/impact of the work done by the agencies that receive United Way funding. A follow-on question is how to reinvent the... View Details

Keywords: Capital; Management Systems; Measurement and Metrics; Distribution Channels; Organizational Change and Adaptation; Outcome or Result; Nonprofit Organizations

March 1998 (Revised March 1999)
Case

Dell Online

By: V. Kasturi Rangan and Marie Bell

Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael... View Details

Keywords: Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Computer Industry; Retail Industry

February 1998 (Revised February 1999)
Case

FreeMarkets OnLine

By: V. Kasturi Rangan

Describes the marketing strategy of an entrepreneurial start-up engaged in electronic purchasing for large manufacturers. By creating an electronic bidding platform, the company has been able to cut down procurement costs by about 15%. The case question concerns how... View Details

Keywords: Cost Management; Growth and Development Strategy; Marketing Strategy; Bids and Bidding; Market Entry and Exit; Digital Platforms; Production; Electronics Industry

February 1998 (Revised May 1998)
Case

Merck-Medco: Vertical Integration in the Pharmaceutical Industry

By: V. Kasturi Rangan and Marie Bell

Records the analyses and actions taken by Merck Pharmaceuticals in its acquisition of Medco, a channel intermediary (called "pharmacy benefit manager"). While many of its competitors seem to be faring poorly, Merck seems to have managed the Medco integration superbly. View Details

Keywords: Vertical Integration; Organizational Change and Adaptation; Competitive Strategy; Marketing Channels; Mergers and Acquisitions; Pharmaceutical Industry

February 1998
Case

Planned Parenthood Federation of America (C)

By: V. Kasturi Rangan and Elaine V. Backman

Describes the series of events and processes that led to the formulation of a reinvention plan. View Details

Keywords: Change Management; Nonprofit Organizations

February 1998
Background Note

The Size of the Global Poverty Sector

By: V. Kasturi Rangan and Patricia Walker

Keywords: Wealth and Poverty

January 1998 (Revised September 2000)
Case

Neiman Marcus (A)

By: V. Kasturi Rangan and Marie Bell

The management of Neiman Marcus, a highly successful luxury goods retailer, is considering ways to grow the business and continue to return in excess of 15% on capital. Among the options on the table is a jewelry store concept called The Galleries. View Details

Keywords: Business Growth and Maturation; Investment; Investment Return; Operations; Luxury; Retail Industry